Chevron Corporation Business Development Specialist - Lubricants in Springfield, Massachusetts
Chevron is one of the world's leading energy companies, with approximately 48,000 employees working in countries around the world. We explore, produce and transport crude oil and natural gas; refine, market and distribute fuels and other energy products; manufacture and sell petrochemical products; generate power; and develop future energy resources.
Chevron is accepting online applications for the position of [[title]] located in the New England Area: Manchester, Springfield, Providence through August 23, 2019 at 11:59 (Eastern Standard Time).
Responsibilities for this position may include but are not limited to:
Position is responsible for new account acquisition and business development. The position is focused solely on the development of new business with a focus on sales pipeline opportunities. The Business Development Specialist will be responsible for increasing Chevron's market share by growing our Chevron branded lubricants in the lubrication indirect sales channel in the Northeast business area. Areas of focus within the sales process include:
Lead Generation: 1) Work with Inside Sales Reps in lead prioritization. 2) Review sales projections based on lead development and build it into the business plans.
Qualify: 1) Manage an active sales pipeline of high priority opportunities. 2) Conduct Initial face to face contact. 3) Establish credibility by emphasizing value generated by Chevron.
Needs & Solutions: 1) Identify key lubricant, coolant and service issues and other relevant prospect needs. 2) Identify the benefits that will need to be emphasized in the presentation. 3) Estimate opportunity with cost benefit analysis through value based selling tools. 4) Conduct research and evaluate potential program options and select the right products and services based on the customer's needs. 5) Quantify the value of the products and services to justify the price. 6) Deal convincingly with objections.
Presentation: 1) Review pricing strategy being used with the customer. 2) Leverage ISR for support on presentations and modify as needed. 3) Negotiate offer details, present offer, close the sale, and revise proposal, pricing and contract, as needed. 4) Work seamlessly with Business Consultants to establish dual relationship with the customer to enable a smooth handoff into the activate and transition phase that the Business Consultant will own.
Administrative: Additional training / role development activities to support and refine new roles.
3 years of lubrication sales experience.
Proven ability to close new business.
Strong record of creating and executing a business development plan.
Demonstrated industry knowledge in order to build credibility and target the offer.
Ability to tailor and customize a presentation and offer to address customer segment needs.
Ability to develop offers to maximize customer value to Chevron.
Experience in using and managing CRM system.
Excellent ability to identify and meet customer needs.
Excellent in building relationships within all levels of customer's organization.
May be considered.
Expatriate assignments will not be considered.
Chevron regrets that it is unable to sponsor employment Visas or consider individuals on time-limited Visa status for this position.
Regulatory Disclosure for US Positions:
Chevron is an Equal Opportunity / Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, color, religious creed, sex (including pregnancy, childbirth, breast-feeding and related medical conditions), sexual orientation, gender identity, gender expression, national origin or ancestry, age, mental or physical disability (including medical condition), military or veteran status, political preference, marital status, citizenship, genetic information or other status protected by law or regulation.
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